Sales Operations Manager

Relay is fundamentally reshaping how goods move in an online era. Backed by Europe’s largest-ever logistics Series A ($35M) led by deep-tech investors Plural, and a recently closed Series B ($95M), Relay is scaling faster than 99% of venture-backed startups. We're assembling the most talent-dense team the logistics industry has ever seen Relay’s Mission is to free commerce from friction. Today, high delivery costs act as a hidden tax on e-commerce, quietly shaping what can be sold online and limiting who can participate. We envision a world where more goods move more freely between more people, making the online shopping experience seamless and accessible to everyone. THE TEAM • ~160 people, around half in engineering, product and data • 45+ advanced degrees across computer science, mathematics and operations research • Thousands of data points captured, calculated, analysed and predicted for every single parcel we handle • An intellectually vibrant culture of first‑principles thinking, tight feedback loops and relentless experimentation ABOUT THE ROLE Relay sells through two core motions. The first is our new-business engine: a B2B enterprise sales motion winning large retailers and brands with significant parcel volumes — and, in time, extending down-market into Small medium enterprises (SME) as that segment opens up. The second is our field engine, which grows Relay's network of "Pitstops" — local shops and businesses that act as pick-up and drop-off points where consumers can collect parcels and return items. Both motions depend on the systems and processes this role will build and own: the account universe and TAM, lead scoring and prioritisation, outreach, CRM architecture, governance, and sales tooling. You'll be both architect and operator, and AI-native in how you work. You'll define what great looks like across the systems and processes underpinning both sales motions, then take ownership of making it happen. You’ll also be highly fluent in metrics — using dashboards and funnel data to identify where performance is breaking down, where opportunities are being lost, and where we can drive greater efficiency. WHAT YOU'LL DO - Build the new-business engine: own TAM, account scoring and weekly prioritisation, plus a top-of-funnel (enrichment, multi-threaded contacts, sequencing, signal-based triggers) that lets sales spend their time pitching, not hunting. - Own the CRM and deal desk: architect Pipedrive around the selling rhythm, govern deal terms, stages and approval gates from pitch to activation, and raise the quality and speed of pitches and proposals. - Scale the Pitstop engine: run the field team's scoring, territories, targets and dashboards, manage pricing levers and CPA, and keep lead-to-live data clean, pushing toward a self-running engine with algorithmic assignment, referrals and AI-handled inbound. - Automate relentlessly: own the tooling stack and build-vs-buy calls (defaulting to building), strip manual work out of the sales day, and design systems that extend to SME and self-serve through configuration, not a rebuild. - Diagnose and fix the funnel: use funnel data to find where deals stall and pipeline leaks, then ship the fixes. WHO WILL THRIVE IN THIS ROLE - Systems thinker. You build systems rather than one-off fixes, and you take ideas all the way to a shipped, working solution yourself. - Proven RevOps experience. You've run sales or revenue operations in a fast-moving environment and know what best-in-class looks like across top-of-funnel, CRM, deal desk and process. - CRM owner, not just admin. You've implemented and evolved Pipedrive (or similar) so it fits the selling motion, rather than bending the motion to fit the tool. - Native AI builder. You're fluent with Claude and have shipped real tooling and automations in a live business. - Fast, practical delivery. You implement quickly and are comfortable scoping work for engineering when you need their help. - High bar for quality. You insist on clean data and tight processes - Equally strong in detail and with people. You're comfortable refining a workflow in depth and equally at ease talking pipeline quality with sales. COMPENSATION, BENEFITS & WORKPLACE - Generous equity, richer than 99% of European startups, with annual top-ups to share Relay's success - Private health & dental coverage, so comprehensive you'd need to be a partner at a Magic Circle law firm to match it - 25 days of holidays - Enhanced parental leave - Hardware of your choice - Extensive perks (gym subsidies, cycle-to-work, Friday office lunch, covered Uber home and dinner for late nights, and more) - Located in Shoreditch, our office set-up enables the kind of in-person interactions that drive impact. We work 4 days on-site, with 1 day remote. Who Thrives at Relay? - Aim with Precision: You define problems clearly and measure your impact meticulously. - Play to Win: You chase bold bets, tackle the hard stuff, and view constraints as fuel, not friction. - 1% Better Every Day: You believe that small, consistent improvements lead to exponential growth. You move quickly, deliver results, and learn from every experience. - All In, All the Time: You show up and step up. You take ownership from start to finish and do what it takes to deliver when it counts. - People-Powered Greatness: You invest in your teammates. You give and receive feedback with care and candour. You build trust through high standards and shared success. - Grow the Whole Pie: You seek out win-win solutions for merchants, couriers, and our customers, because when they thrive, so do we. If these resonate, and you combine strong technical fundamentals with entrepreneurial drive, let’s connect. Relay is an equal-opportunity employer committed to diversity, inclusion, and fostering a workplace where everyone thrives.